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Using trade show information to enhance company success: an empirical investigation

Bettis-Outland, Harriette; Johnston, Wesley J.; Wilson, … - In: The journal of business & industrial marketing 27 (2012) 5, pp. 384-392

Persistent link: https://www.econbiz.de/10009978671

Performance Implications of CRM Technology Use: A Multilevel Field Study of Business Customers and Their Providers in the Telecommunications Industry

Zablah, Alex R.; Bellenger, Danny N.; Straub, Detmar W.; … - In: Information systems research : ISR ; an information … 23 (2012) 2, pp. 418-436

Persistent link: https://www.econbiz.de/10009987969

Taking time to understand theory

Peters, Linda D.; Vanharanta, Marcus; Pressey, Andrew D.; … - In: Industrial marketing management : the international … 41 (2012) 5, pp. 730-739

Persistent link: https://www.econbiz.de/10010018279

Does customer information usage improve a firm's performance in business-to-business markets?

Rollins, Minna; Bellenger, Danny N.; Johnston, Wesley J. - In: Industrial marketing management : the international … 41 (2012) 6, pp. 984-995

Persistent link: https://www.econbiz.de/10010023445

Theoretical developments in industrial marketing management: Multidisciplinary perspectives

Peters, Linda D.; Pressey, Andrew D.; Vanharanta, Markus; … - In: Industrial marketing management : the international … 42 (2013) 3, pp. 275-282

Persistent link: https://www.econbiz.de/10010119715

Constructivism and critical realism as alternative approaches to the study of business networks: Convergences and divergences in theory and in research practice

Peters, Linda D.; Pressey, Andrew D.; Vanharanta, Markus; … - In: Industrial marketing management : the international … 42 (2013) 3, pp. 336-346

Persistent link: https://www.econbiz.de/10010119721

Salesperson goal orientations and the selling performance relationship : the critical role of mediation and moderation

Terho, Harri; Kairisto-Mertanen, Liisa; Bellenger, Danny; … - In: Journal of business market management : JBM 6 (2013) 2, pp. 70-90

Over the last two decades studies have demonstrated the importance of goal orientations in the context of selling and established a body of the main antecedents and outcomes. A closer look at the empirical findings reveals that the relationship between goal orientations and performance remains...

Persistent link: https://www.econbiz.de/10010147004

Beyond the Dyad - Electronic Commerce and Network Perspectives in Industrial Marketing Management

Borders, Aberdeen Leila; Johnston, Wesley J.; Rigdon, … - In: Industrial marketing management : the international … 30 (2001) 2, pp. 199-206

Persistent link: https://www.econbiz.de/10006274076

Theory Testing Using Case Studies in Business-to-Business Research A case methodology is developed that is appropriate for use by business-to-business researchers

Johnston, Wesley J.; Leach, Mark P.; Liu, Annie H. - In: Industrial marketing management : the international … 28 (1999) 3, pp. 201-230

Persistent link: https://www.econbiz.de/10006298627

Toward a Model of Business-to-Business Marketing Communications Effects

Gilliland, David I.; Johnston, Wesley J. - In: Industrial marketing management : the international … 26 (1997) 1, pp. 15-30

Persistent link: https://www.econbiz.de/10006318335